Your Challenges

As the Sales LOB Head, managing lead-to-deal closure and fostering customer engagement are paramount. Ensuring the sales team stays engaged, informed about opportunities, performance against targets, and adequately trained on new offerings is crucial. A comprehensive 360-degree view of customers aids effective engagement, allowing sales personnel access to history, collections, pipeline opportunities, and new offerings during client visits. Accurate reporting and dashboards are vital for informed decision-making and performance evaluations in driving successful sales operations.

TRANSFORMATION OPPORTUNITIES

Sales organizations are leveraging digital transformation in various key areas:

  • Mobile-Enabled Workforce: Mobile applications enable efficient lead assignment, territory management, and remote tracking of sales team engagement, enhancing visibility into daily performance.
  • Enhanced Employee Training: Digital tools facilitate effective training on new and existing products, allowing sales personnel to access training materials even during customer travel.
  • Improved Customer Visibility: Digital platforms provide comprehensive visibility into customer history, orders, and interactions, enabling more meaningful and engaging conversations.
  • Accessible Documentation: All sales, customer, and product documentation is readily available to the workforce on any device, streamlining productivity.
  • Clean Master Data Implementation: Establishing clean master data ensures sales teams can rely on accurate customer information, fostering better customer interactions.

Overall, digital transformation empowers sales teams to focus on superior customer engagement, leading to enhanced results and performance.

CRITICAL SUCCESS FACTORS

To excel in their roles, our customers emphasize the need for a competent team and tools that provide timely, pertinent information. Successful sales rely on meticulous planning supported by robust data accessible to every team member before market engagement. Sales teams require comprehensive customer insights encompassing sales order history, support calls, disputes, inquiries, and contract history for effective account meetings.

Seamless collaboration with multiple stakeholders throughout the sales cycle is pivotal for maintaining superior customer engagement. Equally important are tools that enable swift and efficient engagement for success in this role.

Key Business solutions

This solution offers your sales team a comprehensive 360-degree customer view and an integrated collaboration platform linked deeply with your ERP. It provides access to all customer information, including ERP data and unstructured documents, through role-specific business process views. This ensures that customer-facing roles stay informed about customer status, promptly address inquiries, and make well-informed decisions. The customer folder integrates seamlessly with SAP ERP and respective interfaces, offering an intuitive user experience. Additionally, it allows alternative access outside SAP, such as through MS Outlook, Windows Explorer, or OpenText Business Workspaces’ web interface, enhancing user preference. Role-based access, notifications, follow-ups, and activity feeds boost account team productivity, while facilitating inter-team collaboration for tasks like bid creation and proposal development.

This lead and workforce management application equips sales teams with daily sales plans, visit details, and enables on-the-go data capture for analysis and managerial review. Additionally, it supports collections management, allowing teams to track customer outstanding payments and provide updates to backend teams and managers for efficient management.

This solution facilitates easy collection of customer information for sales teams through surveys, questionnaires, feasibility studies, and merchandising. It offers various options for data collection including text, video, multiple choice, single choice, grid/tabular data input, dropdown selection, pipe questions, branching logic, time, and date inputs.

Talk to our Digital Transformation Specialists today!